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Objection Handling Script

This document provides a word-for-word script to handle four common objections in sales: that the product is too expensive, the prospect wants to think about it, the prospect wants to shop around, and the prospect needs to talk to their spouse. For each objection, the script outlines 7 steps to address the objection, isolate any other concerns, reaffirm the value, ask convincing questions, and close the sale. The author provides a quick introduction and asks for feedback on the script.

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HM Talha Taufiq
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© © All Rights Reserved
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782 views

Objection Handling Script

This document provides a word-for-word script to handle four common objections in sales: that the product is too expensive, the prospect wants to think about it, the prospect wants to shop around, and the prospect needs to talk to their spouse. For each objection, the script outlines 7 steps to address the objection, isolate any other concerns, reaffirm the value, ask convincing questions, and close the sale. The author provides a quick introduction and asks for feedback on the script.

Uploaded by

HM Talha Taufiq
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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New and Revised

OBJECTION
HANDLING
SCRIPT

A word for word script to


handle four of
the most used
objections in
sales.

SALES WITH KALES


Quick word from the Author

Hey.

Jordan here.

Glad you found this.

It's going to change the way you handle


objections - I promise.

Practice the script outloud in the mirror,


record yourself reading your part of the
script, and get comfortable with it until
you're ready to hop on calls.

Anyway, let's get to it.

SALES WITH KALES


JORDAN KALES
"It's too expensive..."

Step 1: Agree
"I understand, you want to make sure that if you're spending the money it's
really worth it."
Step 2: Isolate The Objection
"Aside from it being too expensive is there anything else stopping you
from getting started today?"
Step 3: Elaborate
ES
AL
"When people tell me it's too expensive it's usually because they have

K
some outstanding questions or concerns is that the case here?"

H
T
Step 4: Re-affirm value

WI
"So, does everything we talked about make complete sense?

S
"And are you convinced that if we did do this you would see (Insert desired

LE
outcome for prospect)?"

SA
Step 5: Questions & concerns
"So, do you have any specific questions or concerns at all about how
(insert product/service) works and how it would get you to (insert desired
outcome)?"
Step 6: Visualize question
"Now, let's pretend we did do this and in (insert realistic amount of time)
you saw (insert desired outcome for prospect), would spending (insert
price of product/service) to get there be a huge problem?"
Step 7: Re-Ask for the Sale
"It seems like a perfect fit, what do you say we do this?"
If the prospect is still hesitant after all of this then you say this:
"Level with me, you said that (insert desired outcome) is 10/10 important to
you, is there really any reason to not do this?"
"I want to think about it"

Step 1: Agree
"I hear you, you want to make sure this is the right decision for you."
Step 2: Isolate The Objection
"Aside from having to think about it, what concerns do you have with
doing this?"
ES
Step 3: Re-affirm value
AL
K
"Does everything we talked about make sense?
H
IT
Step 4: Conviction Question

W
"And on a scale from 1-10 how certain are you that you will see (insert

S
E
desired outcome) if we actually did do this?"

L
Step 5: Visualize question

SA
"Now let's pretend we did do this and in (insert realistic amount of
time) you saw (insert desired outcome for prospect), would spending
(insert price of product/service) to get there be a huge problem?"
Step 6: Re-Ask for the Sale
"It seems like a perfect fit, what do you say we do this?"
If the prospect is still hesitant after all of this then you say this:
"Level with me, you said that you have been thinking about this for X
amount of time, is there really any reason to keep thinking about it?"
"I want to shop around"

Step 1: Agree
"I hear you, you want to make sure you are going with what is best for
you."
Step 2: Isolate The Objection

ES
L
"Aside from having to shop around, is there anything else holding you
back from doing this?"
KA
H
Step 3: Elaborate

IT
"When people tell me they need to shop around it's usually because

W
they are not 100% convinced this is the best fit, is that the case here?"

S
E
Step 4: Establish Criteria
L
SA
"Let me ask you, when you're shopping around, what is most
important to you when choosing (insert product/service)?"
Step 5: Confirm Criteria
"And are you 10/10 convinced that we have the most important
criteria that you look for when making this decision?"
Step 6: Visualize question
"So let's pretend we did do this and in (insert realistic amount of time)
you saw (insert desired outcome for prospect), would spending (insert
price of product/service) to get there be a huge problem?"
Step 7: Re-Ask for the Sale
"It seems like a perfect fit, is there really any reason to keep shopping
around?"
"I need to talk to my spouse"

Step 1: Agree
"I hear you, you want to make sure that your spouse is on board with
this."
Step 2: Isolate The Objection(s)
ES
L
"If your spouse says yes, are we moving forward and doing this?"
A
H K
Step 3: Identify the objection(s)
"And if your spouse were to say no what would they say no to?"
IT
Step 4: Continue Questioning

S W
"Does your spouse know you have been trying to reach this goal for X

LE
amount of time?" and "Do they support you when it comes to reaching

SA
this goal?"
Step 5: Convincing Question
"Now are you 10/10 convinced that if we did do this you would see
(insert desired outcome)?"
Step 6: Visualize question
"So let's pretend we did do this and in (insert realistic amount of time)
you saw (insert desired outcome for prospect) and you spent (insert
price of product/service) to get there, would your spouse have a huge
problem with that?"
Step 7: Re-Ask for the Sale
"It seems like a perfect fit, what do you say we do this?"
I'd love to hear your questions and feedback.

Send me an email (jordan@saleswithkales.com) or DM


me on Instagram @saleswithkales.

Oh, and I'm working on an Inner Circle for people like you
who have a service or product to sell, and become
comfortable and confident selling.

Keep an eye out for an email from me. You won't want to
miss this.

Keep crushing it.

– Jordan.

SALES WITH KALES


JORDAN KALES

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